The Unfair Advantage: Practical Applications of NLP for Sales and Marketing - Softcover

Lakin, Duane

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9780967916200: The Unfair Advantage: Practical Applications of NLP for Sales and Marketing

Softcover

ISBN 10: 0967916208 ISBN 13: 9780967916200

Publisher: Lakin Associates,US, 2001

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The Unfair Advantage: Sell with NLP! is a book for people who want new skills to influence others, who know that all selling is personal, and who see the need to sell themselves more effectively. It is for people who want to have an advantage in everything that they say, write and do. It is for YOU if you want to find an edge--an advantage--in your work life. Much of The Unfair Advantage: Sell with NLP! is based on NLP (neurolinguistic programming) skills. But NLP is much more and much less than what is seen in this book. The techniques and skills here have been fine-tuned by the author for the last 30 years for only one purpose: to help sales and marketing professionals be more effective and successful. This book will teach you how to sell YOU, understand your prospects, and lead the sales process. The Revised Edition contains two new chapters that were not included in the 2000 edition (Mindsets or Metaprogams and Handling Objections). That is the only major change in the Revised Edition other than format and pricing.

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About the Author:

Dr. Duane Lakin is a psychologist and business consultant. A graduate of the University of Minnesota, Duane has over thirty years of experience serving business leaders as an industrial psychologist dedicated to helping people and businesses be more effective. In talking with sales and marketing people from many industries, he realized that the skills used to gain rapport and influence people in the practice of applied psychology are very similar to those skills needed to sell yourself and be persuasive in business. As a result, he has concentrated on teaching skills for selling yourself, your ideas, and your products, including the practical applications of NLP (neurolinguistic programming). Since the mid-1980’s, he has been looking at ways to make NLP useful to sales people. Sales representatives have told him clearly that they are not interested in touchy-feely theories or complex analytical approaches to selling. At the same time, he has discovered that few sales people are trained to sell themselves and how to use language to increase their effectiveness. Not surprisingly, he has seen remarkable sales increases resulting from brief training in the art and skill of selling YOU. His workshop, "The Unfair Advantage—Sell with NLP!", has been seen by representatives of over 750 companies in the U.S., U.K., Russia, Hungary, Italy, and Canada. He has trained managers from companies such as Xerox, PacBell, Andersen Consulting, American General, Cable and Wireless, Hewlett Packard, GE, and many others. He has written or contributed to articles in "Selling Power", "HR Magazine", "Production and Inventory Management", and "Sales and Marketing Excellence". He is a recipient of the “TEC 200” and “Vistage 100 Achievement Award” designations for outstanding resource speakers to TEC (now called Vistage). His book (based on the workshop) has been translated and published in English, Romanian, Polish and Spanish languages. An audio version of the original edition of the book and a DVD of a live workshop are available. New online lessons can be seen at www.SellWithNLP.com.

Synopsis:

The Unfair Advantage is a "workshop-in-a-workbook." It contains practical ideas and exercises for applying NLP (neurolinguistic programming) to sales and marketing. It includes "how-to" ideas for selling face-to-face, telemarketing, direct mail, and other real-world situations. Included are examples of scripts and techniques that have produced proven sales increases in direct sales and in telemarketing. It is a theory-free collection of techniques based on a workshop that has been presented to CEOs and sales professionals in over 500 companies in North America and England. This book is unique in its emphasis on proven practical techniques. It is not a "motivation" book, because successful sales results are all the motivation you need. The Unfair Advantage began when a client said, "We want to stop coming in second. Help us to learn how to be more persuasive." Over a fifteen year period, the programme grew into the content you will see in this book. Don't buy this book looking for easy answers. It still takes practice. But everything in The Unfair Advantage works and can work for you.

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